Presentation Materials

for FY2021 Q3
Sansan, Inc.

April 11, 2022

Disclaimer

In preparing these materials, Sansan, Inc. (“the Company”) relies upon and assumes the accuracy and completeness of all available information. However,
the Company makes no representations or warranties of any kind, expresses or implies, about the completeness and accuracy. This presentation may
contain future assumptions, prospects and forecasts based on planning, but these forward-looking statements are based on the information that is currently
available to us, and on certain assumptions that we assume to be reasonable, but the Company does not promise to achieve these. Major differences may

occur between the forecast and the actual performance, including changes in economic conditions, consumer needs and user preferences; competition withother companies; changes in laws, regulations and others; and a number of other future factors. Therefore, the actual performance announced may varydepending on these various factors. In addition, the Company has no obligation to revise or publish the future prospects posted on this site.

© Sansan, Inc.

2

Contents

1 Consolidated Financial Results for FY2021 Q3
2 Sansan’s Growth Strategy

3 Full-year Forecasts for FY2021
Appendix(Sansan Group Overview, Sansan/Bill One Business, Eight Business)© Sansan, Inc.

3

Contents

1 Consolidated Financial Results for FY2021 Q3
2 Sansan’s Growth Strategy

3 Full-year Forecasts for FY2021© Sansan, Inc.

4

1 Consolidated Financial Results for FY2021 Q3Highlights of FY2021 Q3YTD Results
Consolidated net sales increased 25.1% YoY
Net Sales: Sansan/Bill One Business 23.8% growth, Eight Business 30.7% growth
ARR (1) : 23.0% growth to 18,831 million yen

Progress in line with range of full-year earnings forecasts
Despite the ongoing negative effects from COVID-19, no change to consolidated earnings forecasts announced
at beginning of fiscal year. Recorded operating profit during nine months ended February 28, 2022
(decrease in operating profit had been due to personnel recruitment and strengthening of advertising activities, as planned)

Bill One achieved ARR target ahead of schedule
Bill One MRR (2) increased by 886.7% YoY to ¥92 million and ARR increased to ¥1,109 million.
Achieved end of May 2022 target ahead of schedule and exceeded ARR of ¥1 billion one year and nine months
after Bill One’s release.

(1) Annual recurring revenue(2) Monthly recurring revenue© Sansan, Inc.

5

1 Consolidated Financial Results for FY2021 Q3

Overview of Consolidated Financial Results
Despite being impacted by the prolonged, ongoing COVID pandemic, net sales remained steady andincreased 24.6% YoY.
Operating profit increased owing to increase in net sales, etc.
FY2020(millions of yen)

FY2021Q3 Results

Q3 Results(For Reference) FY2021
YoY

Q3YTD Results

YoY

Consolidated Results

Net Sales

4,116

5,128

+24.6%

14,705+25.1%

Gross Profit

3,630

4,527

+24.7%

12,973+25.7%

88.2%

88.3%

+0.1 pt.

88.2%+0.4 pt.

Operating Profit

136

368

+170.2%234-71.5%

Operating Profit
Margin3.3%

7.2%+3.9 pt.

1.6%-5.4 pt.

Ordinary Profit

25

107

+328.4%750+56.7%

Profit Attributable to
Owners of Parent

25

1-94.1%

575+39.0%

0.21 yen

0.01 yen-94.1%

4.61 yen+38.7%

Gross Profit Margin

EPS (1)(1) As the Company conducted a four-for-one common stock split effective December 1, 2021, the EPS were calculated on the assumption that the stock split was conducted at the beginning of the fiscal year ended May 31, 2021.
© Sansan, Inc.

6

1 Consolidated Financial Results for FY2021 Q3

Factors Contributing to Changes in Consolidated Operating Profit
Operating profit increased 170.2% YoY owing to increased net sales, decreased advertising expenses, etc.
Personnel expenses up ¥489 million YoY, owing to strengthening of personnel recruitment.
Status of Consolidated Net Sales/Operating Profit(millions of yen)

Net Sales

4,116

5,128

+1,011

Cost of Sales

485

600

+114

Personnel
Expenses

1,207

Advertising
Expenses
SG&A

Operating
Profit

1,696
613

794

1,849

1,492

(excl. personnel expenses
and advertising expenses)© Sansan, Inc.

YoY

FY2021 Q3 Results

FY2020 Q3 Results

136

368

+489

−181

+356

+231

7

1 Consolidated Financial Results for FY2021 Q3

Results by Segment
Increased net sales and operating profit (reduced deficit) in both Sansan/Bill One and Eight Business.
Adjustments amount (operating loss) up ¥266 million YoY, owing to increased employees, etc.
FY2020(millions of yen)

Q3 Results

Q3 Results(For Reference) FY2021

YoY

Q3YTD Results

YoY

4,116

5,128

+24.6%

14,705+25.1%

3,757

4,650

+23.8%

13,199+23.8%

360

454+26.1%

1,430+30.7%

Others

－

25

－

80

－

Adjustments

-1

-3

－

-5

－

Consolidated

136

368

+170.2%234-71.5%

Sansan/Bill One Business

1,226

1,662

+35.6%

4,029

-0.8%

Eight Business

-185

-105

－

-396

－

－

-18

－

-18

－

-904

-1,170－-3,379－Consolidated

Net Sales
Operating Profit© Sansan, Inc.

FY2021

Sansan/Bill One Business
Eight Business

OthersAdjustments

8

1 Consolidated Financial Results for FY2021 Q3

Sansan / Bill One Business Overview
Net sales up 23.8% YoY against backdrop of steady growth of Sansan and rapid growth of Bill One.
Operating profit increased 35.6% YoY owing to increase in net sales, decrease in advertising expenses, etc.
FY2020

FY2021Q3 Results

Q3 Results(For Reference) FY2021
YoY

Q3YTD Results

YoY(millions of yen)

Sansan/Bill One Business

Net Sales

3,757

4,650

+23.8%

13,199+23.8%

Sansan

3,733

4,366

+17.0%

12,662+19.2%

3,541

4,136

+16.8%

12,062+19.4%

191

230+20.2%

600+14.9%

Bill One

23

259+1,003.0%498+1,356.4%

Others0

24+6,048.6%

38+4,543.1%

1,226

1,662

+35.6%

4,029

-0.8%

32.6%

35.7%

+3.1 pt.

30.5%-7.6 pt.

Sansan Recurring Sales
Sansan Other Sales

Operating Profit(1)

Operating Profit Margin(1) Unaudited© Sansan, Inc.

9

1 Consolidated Financial Results for FY2021 Q3

Sansan / Bill One Business : Sansan Recurring Sales, Number of Sansan Subscriptions and Monthly Sales per Subscriptions
Recurring sales up 16.8% YoY.
Number of subscriptions increased by 10.5% YoY and monthly recurring sales per subscription increased
by 5.0% YoY.
Sansan Recurring Sales (1)Sansan Other Sales「Sansan」その他
Sansan Recurring Sales「Sansan」ストック
Ratio of Sansan Recurring Sales「Sansan」ストック売上高比率
95.3% 95.1% 94.9% 95.1% 95.8% 95.3% 94.7%(millions of yen)

89.1%

2,848

310

Number of Sansan Subscriptions and Monthly Sales per Subscription

91.4% 91.7% 91.3%

2,941
252

3,140
261

3,353
291

3,357
157

3,535
172

3,733
191

3,897
189

4,068
169

4,227
200

4,366
230

（subscriptions）¥9,000「Sansan」契約件数
Number of Sansan Subscriptions
契約当たり月次ストック売上高
Monthly
Sales per Subscription¥8,000¥7,0006,032 6,263

6,587 6,754

6,969

7,230 7,523

7,744

8,314

180,000

7,992

8,186

170,000

167,000 yen¥6,000160,000

159,000 yen¥5,000150,000¥4,0004,026 4,136
3,708 3,899
3,541
3,199 3,362
2,879 3,062
2,538 2,689

149,000 yen¥3,000140,000¥2,000130,000¥1,000

¥0

Q1

Q2

Q3

Q4

2020年5月期

FY2019Q1

Q2

Q3

2021年5月期

FY2020

Q4

Q1

Q2

Q3

2022年5月期

FY2021

120,000

End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3

FY2019FY2020

FY2021(1) Revised figures for FY2020 Q3 and Q4© Sansan, Inc.

10

1 Consolidated Financial Results for FY2021 Q3

Sansan / Bill One Business: Last 12 Months Average of Monthly Churn Rate for Sansan
Last 12 months average of monthly churn rate has remained low, at 1% or less.
Last 12 Months Average of Monthly Churn Rate for Sansan (1)

0.79%
0.68%

0.67%

0.65%

FY2020End-Q3

FY2021End-Q30.60%
FY2017End-Q4FY2018End-Q4FY2019End-Q4(1) Ratio of decreased monthly fees associated with contract cancellations to total monthly fees for existing contracts© Sansan, Inc.

11

1 Consolidated Financial Results for FY2021 Q3

Sansan / Bill One Business: Bill One MRR, Paid Subscriptions, and Monthly Sales per Paid Subscription
MRR up 886.7% YoY, achieved end of May 2022 ARR target of ¥1 billion or more ahead of schedule.
Rapid growth in both number of paid subscriptions and monthly sales per paid subscription.
Bill One MRR

Number of Bill One Paid Subscriptions and Monthly Sales per Paid Subscription

Paid Subscriptions
Monthly Sales per Paid Subscription（subscriptions)(millions of yen)

92

Achieved end of FY2021
target of ¥1 billion+
ahead of schedule

Aiming for 1,000 subscriptions
by end of FY2021

Up

575
ARR

MRR

February 2022

Up

¥1.109 billion

886.7% YoY

130,000 yen

67,000 yen

0
Aug.

Nov.

Feb.

FY2020© Sansan, Inc.

239

Up

94.0% YoY

74

20
May

Monthly Sales
per Paid
Subscription

138

34
9

412.3% YoY

343

61

5

Paid
Subscriptions

707

26
Aug.

Nov.

Feb.

FY2021End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3

FY20205月

FY202112

1 Consolidated Financial Results for FY2021 Q3

Sansan / Bill One Business: Bill One Customers and Size of Potential Market
Regardless of company size, acquiring customers from various types of businesses and businesses.
Vast room for development exists in Japan.
Customers Running Bill One Products

Size of Potential Market

Companies in Japan (1)~2 million

Companies in Bill One network~Approx. 32,000Bill One paid subscriptions

707(1) Based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau.
© Sansan, Inc.

13

1 Consolidated Financial Results for FY2021 Q3

Eight Business Overview
Net sales increased by 26.1% YoY, owing to expansion of B2B services.
Operating loss reduced by ¥80 million YoY.
FY2020(millions of yen)

Q3 Results

YoY

Q3YTD Results

YoY

454

+26.1%

1,430+30.7%

B2C Services

73

71

-2.9%

213

-3.7%

B2B Services

287

383

+33.5%

1,217+39.4%

Operating Profit

-185

-105

－

-396

－

Operating Profit Margin

－

－

－

－

－

Number of Eight Users (2)

2.86

3.05

+0.19

million people

million people

million people

2,132

2,621

+22.9%

Eight Business

Number of Eight Team
Subscriptions(1) Unaudited(2) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc.

Q3 Results

360

Net Sales(1)(For Reference) FY2021

FY202114

1 Consolidated Financial Results for FY2021 Q3

Eight Business: Net Sales, Eight Users
B2B service sales up 33.5% YoY, owing to growth in recruitment services for companies, etc.
Continued growth of number of Eight users.

Number of Eight Users (1)Net Sales
552

B2C services
BtoCサービス(millions of yen)

BtoBサービス
B2B services

488
424

¥350

(millions of user)

445

424

¥300

2.51

2.58

2.65

2.70

2.76

2.81

2.86

2.92

2.96

3.01

3.05

¥250

337
251

253
181

309

¥200

480
413

235

350
263

179

360

¥150

352

287

234

383

¥100

161
¥50

72

71

74

73

74

73

73

74

71

71

71
¥0

Q1

Q2

Q3

FY2019

Q4

Q1

Q2

Q3

FY2020Q4Q1Q2FY2021Q3

End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3 End-Q4 End-Q1 End-Q2 End-Q3

FY2019FY2020

FY2021(1) Number of confirmed users who registered their business card to their profile after downloading the application© Sansan, Inc.

15

Contents

1 Consolidated Financial Results for FY2021 Q3

2 Sansan’s Growth Strategy
3 Full-year Forecasts for FY2021© Sansan, Inc.

16

2 Sansan’s Growth Strategy

Background to Product Reform (Challenges Facing Corporate Sales Activities)
In addition to challenges that have existed to date of inability to conduct strategic sales due to a lack of
corporate information, etc., business opportunities being lost because of the pandemic is newchallenges facing corporate sales activities.
Corporate Sales Activities

Challenges that have existed to date

Need to select new potential
target customers, but no company
information available(Detailed company information/points of contact,etc. unknown)

Inability to conduct strategic sales© Sansan, Inc.

New challenges due to COVID pandemic

Increased online businessnegotiation opportunities

Decrease in number of businesscard exchanges
Difficulties in obtaining accurate
customer information

Loss of sales opportunities17

2 Sansan’s Growth Strategy

Aims of Product Reform
Added new functions to address challenges facing corporate sales activities.
Evolution as a service that supports corporate sales forces by promoting value that appeals beyond
business card management.
Sansan, a business card-based
contact management service

Sansan, a service for sales DX

Uncover your hidden network.
Find opportunities. Make deals.
Let’s try tosell tocompany A

The Database to Power your Sales
Corporate database
Let’s try tosell tocompany A
Corporate information

Contact database

Use only in-house business card
information© Sansan, Inc.

Use variety of contact andcompany information

In-housebusiness cards

Websiteinquiries

Email pointsof contact

…more

18

2 Sansan’s Growth Strategy

Service Outline (Sansan, the Service for Sales DX)
Added more than 1 million company information as well as functions to accumulate and visualize contact
information other than that from business cards. Combining these items, builds databases unique touser companies while strengthening the sales capabilities of organizations and individuals.
Corporate database

Contact database
Database unique to user company

Business
cards

Email

Websiteinquiry

Virtual cards

Phone calls

Seminars

Data item
・Trade name・Location・Teikoku Databankcode
・Establishment date・Industry

・Representative
officer information
・Employees
・Executive information
・Sales-・Capitaland more
Note: Some information is linked only tobusiness cards in user’s possession.

System integration
Microsoft ( 2 ) Teams, Outlook,
Concur Expense（Salesforce ( 1 ) , Marketo, SATORI, and more ）(1) Salesforce is a registered trademark of salesforce.com, Inc.
(2) Microsoft Teams, Teams, and Microsoft Outlook are registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries.
© Sansan, Inc.

19

2 Sansan’s Growth Strategy

Upcoming Schedule
Key functions Sansan plans to provide during FY2022 Q1

FY2021

FY2022

Q3

Q4

Q1
Q1

• Added Contact Inbox• Browsing of company• Add website inquiry form integration (May)function (December)

information (March)

Q2

Main functions of product reform(additions as necessary)• Strengthen integration with Teikoku
Databank (June)• Sales begin (March)© Sansan, Inc.

20

Contents

1 Consolidated Financial Results for FY2021 Q3

2 Sansan’s Growth Strategy

3 Full-year Forecasts for FY2021© Sansan, Inc.

21

3 Full-year Forecasts for FY2021

Consolidated Financial Forecasts
Up to and including Q3, results have been progressing within the expected ranges, and there is nochange to the consolidated earnings forecasts.

FY2020

FY2021

Full-year Results

Full-year Forecasts

YoY(millions of yen)

Consolidated Forecasts

Net Sales

Operating Profit

16,184736

20,230+25.0%～20,716～+28.0%450-38.9%～800～+8.6%(1) We also expect to record a surplus in ordinary profit and profit attributable to owners of parent, but currently we are in a phase of actively investing to maximize shareholder value and corporate value over the medium to long term. Additionally, since it is difficult toreasonably estimate some non-operating income and loss, we have not disclosed specific forecast figures© Sansan, Inc.

22

Appendix© Sansan, Inc.

Sansan Group Overview© Sansan, Inc.

Sansan Group Overview

Mission and Vision

MissionTurning encounters
into innovation

VisionBecome business
infrastructure© Sansan, Inc.

25

Sansan Group Overview

Overview of Reporting Segments
Comprises two reporting segments, the Sansan/Bill One Business and Eight Business. (1)Sansan/Bill One Business

Eight Business

SansanBill One

OthersB2C Services

B2B Services

Service for sales DX

Online invoice receiving solution

Cloud-based contract
management solution

Business card management app

Business card management app- Eight Premium
Seminar management system- Eight Team- Eight Marketing Solutions- Meets- Climbers- DX Camp- Business IT & SaaS EXPO
- Eight Career Design

Business card creation service
Media that transcribes all documents (2)(1) From FY2021 (June 1, 2021), following a change in the recognition method for certain services, the reportable segments were changed to Sansan/Bill One Business and Eight Business. Of note, the few other services not included in reportable segments are recorded
in “Others,” while elimination of intra-company transactions (sales), and costs not allocated to segments are recorded in “Adjustments.”(2) Services provided by logmi, Inc., a consolidated subsidiary© Sansan, Inc.

26

Sansan Group Overview

Operation and Technologies for Digitizing Analog Information
Establishment of analog information digitization operation structure unsurpassed by competitors.

Prompt, accurate digitization of large volume of business card information

Scan large volumes ofanalog information

AI:
Data entry

Humans:Manual entry

Humans: Final check

Database

Automatic and manual data entry of
analog information images
Cycle repeated since company began

Combination of Technologies
Automatic detection andmicro-tasking of
analog information© Sansan, Inc.

Automatic detection of
language

Automatic sorting tooperators

Diverse network ofdata entry operators

Image processing
technology

27

Sansan Group Overview

Dominant Brand Recognition and Strong Assets in SaaS Management
Has gained high level of brand recognition among B2B services and established a dominant market
share. Building a solid customer base backed by Japan’s highest SaaS management expertise, which
has been cultivated since we began.
Dominant brand recognition and market share in B2B
Sales share in 2020 (1)Strong sales organization and solid customer base
SaaS expertise cultivatedover the 15 years since our founding

Sansan83.1 %(1) Latest trends in business card management services and sales services [SFA/CRM/online business card exchange],
December 2020, Seed Planning, Inc.
© Sansan, Inc.

28

Sansan Group Overview

Tailwind of Market Environment
Work-style reform and digital transformation are boosting the need for B2B cloud-based business cardmanagement.
Work-style Reform and ICT-related Spending in Japan (1)(billions of yen)

Digital Transformation Market Size (2)(billions of yen)

SaaS Market Size in Japan (3)(billions of yen)Communication Services
IT and Business Services
Software＋¥516.2

449.0

Hardwarebillion＋¥423.6
387.0
276.9

750.4

＋
38,136億円＋¥
3,813.6
billionbillion51,957

1,117.8

965.6

542.0
601.6
1,071.0

1,115.5

13,821

2017
'05/5

2022
'05/5

'05/5
2019

forecast

'05/5
2030

forecast

2019
'05/5

2024
'05/5

forecast(1) Based on 2018 to 2022 Outlook of Work-style Reform and ICT-related Spending in Japan: by Hardware, Software, IT and Business Services, Communication Services by IDC Japan (December 2018)(2) Based on Market Edition and Vendor Strategy Edition of 2022 Outlook of the Digital Transformation Market by Fuji Chimera Research Institute(3) Based on 2020 New Software Business Markets by Fuji Chimera Research Institute© Sansan, Inc.

29

Sansan Group Overview

Company Overview (1)Company name

Sansan, Inc.

Foundation

June 11, 2007

Head office

Aoyama Oval Building 13F, 5-52-2 Jingumae, Shibuya-ku, Tokyo

Other locations

Branch offices: Osaka, Nagoya, Fukuoka
Satellite offices: Tokushima, Kyoto, Fukuoka, Hokkaido, Niigata

Groupcompanies

Sansan Global Pte. Ltd. (Singapore）
Sansan Corporation (United States)
logmi, Inc.

Representative

Chika Terada

Number of
employees

1,118

Capital¥6,414 million

Net sales¥16,184 million (FY2020)

Classification bytype ofshareholder

Domestic financial institutions: 20.29%; security firms: 1.27%;
other domestic corporations: 2.10%; foreign financial institutions and individuals: 29.67%;
individuals and others: 46.67%

Head OfficeKamiyama Lab

Sansan Innovation Lab(1) As of February 28, 2022
© Sansan, Inc.

30

Sansan Group Overview

About Employees
Breakdown by Organization (1)Number of Employees(persons)

1,118
Sansan/Bill One Business
Sales/SD/CS
954
Others713
549

Eight Businessemployees

402

FY20171,118

FY2018FY2019FY2020

FY2021

Sansan/Bill One Business
OthersSansan/Bill One Business
Development(End-Q3)(1) As of February 28, 2022
© Sansan, Inc.

31

Sansan/Bill One Business© Sansan, Inc.

Sansan/Bill One Business

Sansan: Service Outline
Combining company information and accumulated customer contact information: encouraging
digital transformation (DX) in building databases unique to user companies while strengtheningorganizational and individual sales capabilities.
Corporate database

Contact database
Database unique to user company

Business
cards

Email

Websiteinquiry

Virtual cards

Phone calls

Seminars

Data item
・Trade name・Location・Teikoku Databankcode
・Establishment date・Industry

・Representative
officer information
・Employees
・Executive information
・Sales-・Capitaland more
Note: Some information is linked only tobusiness cards in user’s possession.

System integration
Microsoft ( 2 ) Teams, Outlook,
Concur Expense（Salesforce ( 1 ) , Marketo, SATORI, and more ）(1) Salesforce is a registered trademark of salesforce.com, Inc.
(2) Microsoft Teams, Teams, and Microsoft Outlook are registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries.
© Sansan, Inc.

33

Sansan/Bill One Business

Sansan: Service Plans
Providing basic company-wide use plan.
A. Basic company-wide use plan1

2

Initial cost

12 months’ license cost

(initial costs)

Cost for digitizing existing business cards

Customer
Success Plan
(initial costs)

B. Previous plan (ID subscription)
Cost according to number ofcontract IDs
Digitization costs for business cards already held
(upper limit placed on number of business cards)

Offer introduction support plans with individual quotation
Costs for implementation and operational support of Sansan services

3

ScannerMonthly ¥10,000 per scanner(running costs)

Rent scanners and tablets to customers based on number of office floors and/or branches

4© Sansan, Inc.

License cost

Determined according to company
size and usage (annual subscription)

Setting according to number ofcontract IDs (annual subscription)(running costs)

Tens of thousands to millions of yen per subscription

Fixed billing for each ID (upper limit placed on thenumber of business cards digitized)

Timing of payment

At start ofcontract

At start ofcontract

At start or
renewal ofcontract
At start or
renewal ofcontract34

Sansan/Bill One Business

Sansan: Number of Subscriptions and Monthly Recurring Sales per Subscription
Achieve growth through increases in both the number of subscriptions and monthly recurring
sales per subscription.
Increase Monthly Recurring Sales per Subscription
Increase Numberof Subscriptions• Expand sales coverage to large corporations• Promote solution-based sales• Promote regional expansion

Number of Sansan Subscriptions• Promote company-wide use (from the sales
department to the entire company)• Enhance implementation support• Promote of Virtual Cards• Strengthen collaboration with othercompanies’ partners

Upselling• Promote of higher edition• Partnerships with other companies, and M&A

Monthly Recurring Sales per Subscription

5,059

8,314

¥112,000¥167,000

FY2017 End-Q3

FY2021 End-Q3

FY2017 End-Q3

FY2021 End-Q3

Approx.

© Sansan, Inc.

More Utilization by Existing
Customers

1.6 times

Approx.

1.5 times
35

Sansan/Bill One Business

Sansan: Expand Use of Virtual Cards Function
Started providing Virtual Card function in June 2020 amid expansion of new work styles, such as
remote work. Stronger syncing between our other segment and other companies, such as Eight with
Microsoft Teams (1) and Google Calendar (2).

Maximize Sales with
Virtual Cards(1) Microsoft 365 is registered trademarks of Microsoft Corporation in the U.S. and other countries(2) Google Workspace and Google Calendar are trademarks of Google LLC.
© Sansan, Inc.

36

Sansan/Bill One Business

Sansan: Sansan Sales Composition by Customer Size (Recurring Sales)
No significant change in revenue composition ratio by customer size.
Sansan Sales Composition by Customer Size (1) (Recurring Sales)
Company size
(employees)

FY2021End-Q3(composition)

1,000+
100–999

43%

<100

YoY
(revenue)

＋

15.5
%

＋

39%

15.5
%

＋

19%

13.1
%

FY2017End-Q4FY2018End-Q4FY2019End-Q4FY2020End-Q4FY2021End-Q3(1) Created based on monthly Sansan charge (unaudited)© Sansan, Inc.

37

Sansan/Bill One Business

Sansan: Accumulation of Net Sales by Service-in Timing (Recurring Sales)
Stably achieving negative churn rate. (1)Sansan Sales Stack-up: Accumulation of Net Sales by Service-in Timing (2) (Recurring Sales)

FY2017End-Q4FY2018End-Q4FY2019End-Q4FY2020End-Q4FY2021End-Q3(1) Status where increase of revenue generated by the existing subscriptions is greater than revenue reduced resulting from cancellation(2) Created based on monthly Sansan license charge (unaudited)© Sansan, Inc.

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Sansan/Bill One Business

Sansan: Potential Market Size of Sansan in Japan (TAM)
The number of users within current customers is limited, and there is room for many dozens of times
more coverage expansion.
Company Size

Sansan Coverage

Sansan Coverage(Number of employees)(Company) (1)(Employee) (1)1,000+

15.8%

100 to 999

100 or fewer+0.8 pt. YoY

3.8%

3.8%

+1.1 pt. YoY

2.9%+0.5 pt. YoY+0.6 pt. YoY

0.3%

1.0%

+0.1 pt. YoY

Potential formany dozens of times
coverage expansion+0.2 pt. YoY(1) Sansan coverage is calculated with the number of subscription and total number of IDs in Sansan for FY2021 Q2 end as the numerator and the number based on Economic Census for Business Activity in 2016 issued by the Statistics Bureau as the denominator.
© Sansan, Inc.

39

Sansan/Bill One BusinessBill One: Service Outline
A service that enables receipt of paper and PDF invoices online and supports faster settlement of monthly
accounts by realizing operational efficiency.

Side issuing the invoice

Bill One user companies

UploadOne-stop receipt

Attached
file by
Email

Digitization of invoice with
99.9% accuracy

Postalmail

Centralized management by
database

Proxy receipt
and scanning

In addition to accurately digitizing paper and PDF invoices, and for invoices that have been digitized to be viewable in the cloud,the service enables a variety of business flows, such as invoice confirmation and approval, to be completed in the cloud.

© Sansan, Inc.

40

Sansan/Bill One BusinessBill One: External Environment in Invoicing Arena (Legal Changes)
While legal reforms and other measures are promoting invoice digitization, companies face newissues in need of attention, and demand for services to solve these issues is rapidly increasing.
2022• Laws related to preservation of

2023

2024

electronic books

Revision of Act
Concerning
Preservation ofElectronic
Books• Paper receipt national tax documents

January

can be stored electronically with no

Enforcement of Act Concerning Preservation of Electronic Books (Revised)

need to apply to tax offices• Electronic preservation of electronic
receipt national tax documents mademandatory (accepts that electronicstorage is not possible only under

Allows 2 years for not being able to store electronically
only under certain conditions

certain storage conditions)• System for correctly calculating theamount of tax credits for purchases
subject to consumption tax

Invoicing
System• Issuing company applies for registrationand issues eligible invoices• Measures required to be taken byreceiving company, such as confirming
registration numbers and necessary

October 2021 to end of March 2023
Contractor’s registration application acceptanceperiod commences at time of issue of eligible invoice

October

Invoicing systemapplications commence

items with National Tax Agency© Sansan, Inc.

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Sansan/Bill One BusinessContract One: Service Outline
A service that realizes risk management from the DX of contract business.

Contract One
User

Data upload,
System Integration

Accurately digitizes electronic andpaper-based contracts

Imprint
stamp

Paper-based contract signing
operations completed online

Stamp imprinting,sending and receiving
Account
book accessfor reading

Centrally managed by database

Business
Partner

By accurately digitizing contracts, both paper and electronic contract information can be centrally managed as data. In
addition to supporting the visualization and effective utilization of contract information, Contract One also provides functions
that enable a series of contract-related tasks, from stamping and storage to management, to be completed online.

© Sansan, Inc.

42

Sansan/Bill One Business

Seminar One: Service Outline
Seminar management system for corporations that provides a series of operations for seminar
implementation and supports simple and efficient seminar management.

During seminar

Before seminar
Application page creation

Entry response

After seminar

Email

Reception

Webinar supporting

Questionnaire integration

Automates email responses&
delivers dependent uponviewing presence

Unmanned reception just byholding out a business card

Collaboration on
distribution tools

Automatically matches andunifies questionnaire data

XXX@abc.com→abc, inc.

Can be created byanyone in about 10
minutes

Acceptance of application
by Virtual Cards

Suggests official
company name

Various systems

Registration
data

Attendeeviewing data

Questionnaire
response data

Registrant information

Sansan, MA,SFA/CRM, etc.

In addition to enabling operations from seminar application page creation, to holding seminars,
to reception all in one package, we help user companies achieve efficient seminar managementthat assists in marketing and sales activities by building databases of attendees.
© Sansan, Inc.

43

Eight Business© Sansan, Inc.

Eight Business

Eight: Service Outline
SNS platform for business with the largest number of active users in Japan.
Challenges facing
businesspeople

Not making the most out ofbusiness encounters

Lack sufficient access tobusiness card information

Want to use business SNS
without becoming “friends”

Digitize business cards with high level of accuracy by using technologies developed through Sansan

Offering a lifetime SNS platform for businessProfile management

Monetize
opportunities© Sansan, Inc.

Contact management
communications

Company news

B2C model

Paid plan for
individuals

Event participation

B2B model

Paid plan forcorporations

Ad delivery

Business events

Recruiting platform

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Eight Business

Eight: Strengthening and Promotion of Monetization Plans
Accelerate and strengthen the development of paid plans for B2B.
B2B (1)
Paid plan for corporations

Eight Team
Advertising

Eight Marketing Solutions

Fixed monthly fee

Users can share contact with colleagues(annual subscription)

Targeting small companies with <20 employees

Pay-for-use charges depending
on delivery volume (2)A service for delivering ads to Eight users(fixed contract)

Timely and targeted advertising to career-oriented professionals

Business events

Meets, Climbers, DX Camp,
Business IT & SaaS Expo
Recruiting platform

Eight Career Design

Fixed fee per event(held irregularly) (3)Fixed monthly fee (4)(fixed contract)

Various business event services utilizing Eight's business network
Uses proprietary technology to accurately match businesspeople

Recruitment services targeting Eight users
Provides new and unique targeted hiring method to the market

B2C
Paid plan for individuals

Eight Premium

Fixed monthly fee

Delivers additional functions to users, such as network data download
Expand the overall number of Eight users, including free plan

(1) B2B services in the Eight business include event transcription services for the media logmi Biz, logmi Finance and logmi Tech provided by logmi, Inc.
(2) There is a minimum advertisement placement price and a normal advertisement menu.
(3) There are multiple fee settings depending on the type of event held, etc.
(4) There is an additional charge when a decision to hire is made.
© Sansan, Inc.

46